Company:
Johnson Controls, Inc

Location:
Richmond, VA 23218

Status:
Full Time, Employee

Job Category:
Sales/Retail/Business Development

HVAC Service Sales Account Executive

Johnson Controls is a world class employer where ingenuity and excellence are welcome. We are a global market leader in automotive experience, building efficiency and power solutions with over 140,000 employees in 125 countries. For over a century, Johnson Controls has been working to find new ways to improve the places where people live, work and travel, which in turn gives our employees the chance to change the world.

At Johnson Controls, you’ll be challenged to innovate and encouraged to apply your talent and knowledge in an environment that values teamwork, integrity and diversity. Join us now! Your Ingenuity is welcome! (EEO/AA Employer)

Under general direction is responsible for the sale of Johnson Controls service offerings to owners primarily at the Director level and having competence to call at all levels of the organization. Promote the Johnson Controls value proposition to building owners by providing advanced technical and operational service solutions. Builds and manages long term customer relationships/partnerships with target building owners. Actively participates as an ad-hoc member of customer facilities teams. Responsible for customer satisfaction. Positions renewable service agreements and O&M contracts as the foundation of managed account relationships.  Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales opportunities.  Utilizes sales tools to plan and document sales progress as well as increase business opportunity in current accounts.  Obtain and close sales on a monthly basis.  Seeks to expand the depth and breadth of Johnson Controls offerings sold within accounts.  Actively participates as a member of select account teams on key and target customer accounts.  Leads the account team on assigned target and managed accounts.
 
PRINCIPAL DUTIES:

1. Sells, with minimal supervision, the Johnson Controls offerings persuasively, persistently and confidently to building owners at the D-level while reaching optimal profit levels. Creates a measurable positive impact on the customer's business through the creative application of advanced Johnson Controls service solutions. Manages multiple, ongoing, opportunities particularly focusing on selling total service solutions. Leverages existing renewable service agreements to develop advanced, value added service solutions.


2. Builds partnering relationships with the owner or owner representatives responsible for the decision-making process to drive the sale of Johnson Controls service offerings.  Actively listens, probes and identifies concerns.  Understands the customer's business and speaks their language.  Demonstrates technical expertise and maintains a high level of credibility resulting in  Garners  loyalty, trust and commitment from the customer for long term.


3. Functions as a recognized expert in facilities solutions in the local market leveraging personal and company expertise and reputation to develop the branch business.


4. Shares technical knowledge plus operations expertise with the customer to match the solution to the customer's operational need and favorably position Johnson Controls.  Qualifies and assesses potential customers.  Refers leads to other business segments.


5. Addresses customer's operational and environmental objectives, needs and requirements.  Recommends solutions and links customer objectives to total value solution and competitive advantage.  Differentiates Johnson Controls services and products from competitors by applying creativity, ingenuity, and innovation in a value added sales approach.


6. Frequently creates competitive, high quality proposals, and compelling cost/benefit analysis.  Effectively writes, and presents proposals. Negotiates value, addresses resistance and closes the sale.  Differentiates Johnson Controls as a total building environment supplier.


7. Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts.  Leverages Johnson Controls sales process to close sales quickly.  Manages the high activity of the pipeline in SMIS with a focus on sales phase, close date, and probability of a close as well as other pertinent information.


8. Leads the sales team by building and fostering team relationships to ensure customer satisfaction.  Solicits support from and communicates effectively with internal staff.  Develops relationship with Systems and Solutions sales organization to exceed customers' expectations.  Owns and facilitates the customer relationship within assigned accounts. Utilizes SMIS to create a complete view of the account, account activities, and sales opportunities with the company. Seeks to share a common understanding of the customer with all internal stakeholders.


9. Acts as the customer's advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings.  Sets appropriate customer expectations on Johnson Controls product and service offerings.  Participates in final project inspection.  Ensures that the customer is trained and oriented to system operation and the value of services delivered.


10. Assists in the development of the branch team, branch service sales and marketing plans and branch strategies.  Aides in the implementation of these strategies and action plans.  Mentors developing service sales people in the sales process and the creative application of Johnson Controls capabilities.


11. Keeps management informed of progress and account status.  Knows when to call for assistance from upper management to keep the sales process moving.


12. Attends and presents at trade show.  Participates in professional organizations and is recognized as a thought leader in the industry